When it comes to marketing, I always say, “One is a lonely number, and you need more than one marketing strategy to attract prospects.” Let me take that one step further and say that you also need different groups of people or industries to market to. Continue reading →
No matter how much you prepare, you can never control the outcome of something. This isn’t to suggest you can’t aim for a certain outcome. We should always do the legwork, putting in the time to prep and research as much as possible. But while you should commit time to preparing, you can’t become married to a certain result. Expectations are resentments under construction. Continue reading →
This past spring, Roslyn and I flew out to New York to visit our daughter. Erica got engaged over the holidays, which means she and Roslyn are in full wedding planning mode. While we were out there visiting, Erica scheduled an appointment to look at wedding dresses with Roslyn at Kleinfeld Bridal. If you haven’t heard of this bridal boutique before, you may have heard of the reality show set there called, “Say Yes to the Dress.” You can Google it if not.
I didn’t intend to go to Kleinfeld myself. My plan was to walk around the City, find a good cigar bar, and have a stogie. But I decided to tag along. How often do you get to visit a snooty dress store in NYC, where the staff keep their noses up and try to sell you dresses way outside of your budget? At least, that’s what we thought Kleinfeld would be like. Instead, Roslyn and I were completely wowed by the exceptional customer service. Continue reading →
Do you have a brochure? If not, you should put it at the top of your marketing strategies “to-do” list. Why is a tax resolution brochure so important? The No. 1 benefit of a brochure is it increases your opportunity to make a sale! The goal of your brochure is to get prospects to call you.Continue reading →
I teach a lot about marketing and sales and management, but today I want to talk to you about how to care and have empathy for your client. Sometimes with all the distractions and everything we’re doing today, we unintentionally judge other people.
99.9% of people with tax problems are good people who are dealing with a bad life-altering event that took place. And you know what? Everybody deserves a second chance. One of the reasons why I was so successful in getting clients to retain me was I found common ground with them. I genuinely cared about their situation. I genuinely cared about helping them and getting them the best possible settlement for the lowest amount allowed by law because it gave me such a great feeling inside to actually help someone. I can’t explain that feeling. There’s such an intrinsic value to this business that’s hard for me to put in words. But I found common ground with clients that came in to my office.
When I first started in this business in the prehistoric times, like 18 years ago, and stuff was really getting good for me, I had an IRS problem. I was making a lot of money and I didn’t put enough away for estimates. As a result, I ended up owing a large balance to the IRS. I wasn’t able to just take my checkbook out and write this big check. So I negotiated my own Installment Agreement. And you know what? When I used to tell people that, perspective clients that like leveled the field for them. And it doesn’t have to be something like that, it could be that they talk about their divorce, you can relate your issues with your divorce if that happened to you. When you find common ground with your clients it’s a whole different ballgame. It just drives the needle up over 120 miles an hour.
So, when you meet with clients remember 2 things, have empathy for them, care about their situation, don’t judge them, and find common ground with them and you’ll see that your close rates of people retaining you will soar through the roof.